A friend and I finished our dinner and we headed out to the “Castainmobile”. I asked him if we could make a quick stop at the grocery store and with a nod of his head, we were on our way. Once we were properly armed with our shopping cart, I confessed that we weren’t there … continue reading »
So you pick up the phone and call that prospect you’ve been trying to get in to see. They answer and you hit them with your best shot only to get a “thanks anyway we’re all set” or a seasonal “call me after the holidays” or maybe, if you have someone who is a bit … continue reading »
A few days back I asked our readers “What are the qualities of a rock star sales person?” Between the responses on the actual blog and additional emails, I was able to compile a list of over 75 qualities and have prepared a cool PDF for you which we’ll discuss in a moment. If you … continue reading »
Your boss approaches with that “I got an idea” look, only this time you don’t fake an “I gotta thing” response and you hear them out. They tell you that they are looking to expand the sales team and are writing an ad for the job boards. So far, they’ve been able to write the … continue reading »
There comes a time with every tried and true cliché that even the mere mention of it becomes like nails on a chalkboard or even an annoying relative that keeps inviting himself over for dinner. I’d say we are rapidly approaching that point with a Twitter Fallacy that’s fit for a rumor mill on steroids. … continue reading »
Buried deep inside the “Who’d a Thunk It” file is a rather simple question that can make the difference between pass and fail. Do you talk about this elusive thing called “value” or do you demonstrate it? In what ways do you demonstrate your value? Do you personally demonstrate your value or do you rely … continue reading »
With a title like that, I’m itching for a random drug test at work tomorrow but what the heck. Here are some situations where you might just be Too High! 1) Too High With Regard To Decision Makers: From Day 1 in sales, we were taught that we should start with the highest level of … continue reading »
So it’s the end of the day and you head back to your life. What did you learn today? What did you do well? What could use a little love? Most of all . . . What “lessons” have been deposited in your developmental bank account? Note: The balance doesn’t show until you acknowledge them! … continue reading »
Sometimes we go over the top with our efforts during the courtship and then quickly fall into assumption that all is well during the marriage. I think its about time we had a chat about Client/Jedi Performance Reviews where you get together regularly with your clients and review the following: 1) Needs Analysis: That’s not … continue reading »
I’m sure by now you’ve heard that we all should have some kind of personal website, blog etc where people can get to know us. But what if you don’t have one? There’s a simple fix. Take your Linkedin profile and make that your portal to “learning more about me”. Here’s what you can do … continue reading »
I look forward to hearing from you!
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